Asking Almost The Right Question

There are a number of important questions that every salesperson must ask.  Some of these questions involve gaining a commitment to change, the clarification of objections, earning the client’s trust, or even creating urgency.  Some questions involve a final...

Finding The Right Word

Last week, I wrote a BLArticle™ that took me longer to write than any other BLArticle™ I’ve written in the past two years. There were so many lessons in the Jeremy Lin story; I wanted to get it just right.  Well, I almost did, but one word seemed to throw the message...